2. Who is not in sales?
• Who can benefit?
• Great Resources--- Books Tapes Kindle
• How do you get to Carnegie Hall?
3. Everyone's a salesperson
“No matter what level of selling ability you
possess, by continued practice, you can
become better, and the more effective you are
at selling, the more successful you will be in
every area of your life.” Brian Tracy
4. Problem Solver
• Remember that people buy solutions to their
problems, not products or services. In fact, as
a salesperson, you need to be more of a
problem finder than a vendor.
• The more you focus on the problem, or the
gap that exists between the real and the ideal
in the customer situation, the faster you will
find a place where your product or service can
plug the gap.
6. Problem Solver
• The bigger the problem that the customer or
prospect has, the bigger the potential sale. One
of the most powerful questions you can ask a
person is, “How much is that problem costing
you?”
• Help identify not only the obvious, direct costs,
but also the not-so-obvious, indirect costs.
• Ask , “What are the implications?
• What is the meaning of that problem to you?
What other things does it affect in your work or
personal life?”
